Senior Sales Manager, Growth

Role Description

As a Sales Manager on the Growth team, you will play a critical role in leading Dropbox’s shift from a PLG-led motion to a hybrid PLG → SLG model. You will lead a team responsible for driving expansion across our install base, while also helping define how we sell newer products like Dash. This role requires a balance of leadership, execution, and problem-solving. You will be expected to drive results today while building the operating rigor and sales motion needed for tomorrow. This is not a “run the playbook” role. You will help install the standards, coaching, and discipline required to evolve how the team sells, engages customers, and closes complex, multi-product deals.

Responsibilities

• Lead a team responsible for expansion, upsell and cross-sell revenue across both transactional and enterprise motions


• Drive pipeline generation through outbound activity, account expansion, and partner engagement


• Ensure the team is not reliant on renewals by building a strong culture of proactive pipeline creation


• Maintain high standards for pipeline quality, deal progression, and execution


• Enforce rigorous qualification and deal inspection frameworks (e.g., MEDDPICC, SPICED)


• Lead accurate, accountable forecasting and uphold a high bar for deal validity


• Coach reps on value-based selling, focusing on customer problems, impact, and differentiation (experience with Command of the Message or other frameworks preferred) 


• Drive transformation by refining ICP, messaging, and GTM for evolving products (e.g., Dash)


• Enable multi-product, platform-oriented selling across complex enterprise deals


• Collaborate cross-functionally with Product, Marketing, Customer Success, Solutions teams and leverage partners to accelerate pipeline and influence GTM strategy

Requirements

• 3–5+ years of sales leadership experience with an additional 6+ years of quota-carrying sales experience


• Proven track record of driving pipeline generation and closing complex, enterprise SaaS deals


• Deep experience with structured sales methodologies such as MEDDPICC, SPICED, or similar


• Strong background in value selling frameworks such as Command of the Message or equivalent


• Experience selling multi-product or platform-based enterprise solutions


• Demonstrated success in outbound-driven environments and building pipeline from scratch


• Hands-on leader who actively engages in deals, coaching, and execution


• Strong deal inspector—able to quickly assess deal quality and coach reps to improve


• High accountability leader who sets and enforces clear standards


• Comfortable leading through ambiguity and driving change


• Strong executive presence with the ability to engage senior stakeholders internally and externally


• Strong command of Salesforce and modern sales tools (Gong, Outreach, Sales Navigator, etc.)


• Data-driven approach to forecasting, pipeline management, and performance tracking

Preferred Qualifications

• Experience in a transformation environment (PLG → SLG or similar)


• Background in startup or high-growth companies


• Experience selling or leading teams selling AI or productivity tools


• Track record of developing top-performing sales talent

Compensation